Sales Analyst, Lead
Apply NowCompany: FlightSafety International Inc
Location: Columbus, OH 43230
Description:
About FlightSafety International
FlightSafety International is the world's premier professional aviation training company and supplier of flight simulators, visual systems and displays to commercial, government and military organizations. The company provides training for pilots, technicians and other aviation professionals from 167 countries and independent territories. FlightSafety operates the world's largest fleet of advanced full-flight simulators and award-winning maintenance training at Learning Centers and training locations in the United States, Canada, France and the United Kingdom.
Purpose of Position
The Sales Analyst Lead is a strong technical resource in data and analytics with a passion for driving sales performance and optimizing sales channels. The Sales Analyst Lead combines advanced analytics, business acumen, and sales expertise to provide actionable recommendations to senior leadership and sales teams. This role is a key liaison between the Commercial Sales team, internal Business Insights and Analytics, Finance, and the Compensation department.
Tasks and Responsibilities
Analyze and translate business needs through rigorous analysis of sales pipeline, sales programs, sales performance, and operations delivery
Develop, deliver and disseminate key performance indicators (KPIs) for sales performance reports and dashboards including, but not limited to: inbound vs outbound leads, sales by program and/or customer, sales by revenue, territory performance, training occurrence vs cancellation, etc.
Analyze sales and customer channels to identify trends, challenges, and opportunities for growth and improvement
Support sales forecasting by refining models and collaborating with sales leadership to ensure alignment with business objectives
Perform data-driven and root-cause analyses to uncover untapped sales opportunities and/or address sales challenges
Drive sales optimization strategy using sales compensation analytics to influence key areas of focus and growth
Analyze sales commission achievement(s) and leverage compensation analytics to evaluate innovating compensation structures to motivate the sales organization to achieve and exceed performance potential and delivery
Regularly monitor and report on compensation KPIs, adjusting strategies based on data insights and feedback
Lead the development of sales forecasts, quotas, and performance targets in collaboration with Sales, Finance, BI&A, and operations teams
Partner closely with internal subject matter experts in sales leadership, operations leadership, finance, HR/compensation to understand sales strategies and compensation structures that reflect market trends in the aviation and training industry
Collaborate across sales, marketing and operations to ensure consistent messaging and seamless customer experiences
Present insights and recommendations to senior leadership, translating complex data, analysis and visualization into clear narratives and recommendations
Conduct ad-hoc analyses to evaluate new sales opportunities and customer behaviors
Conduct research and analysis on emerging industry trends, customer and OEM behaviors, and opportunities for new growth
Exercise continuous improvement and optimization of sales reporting, data mining processes, analytics platforms, and dashboard delivery
Participate as a subject matter expert in sales-related IT initiatives and projects such as CRM enhancements, ERP integrations, data architecture improvements, and overall data governance
Travel as required
Minimum Education
Bachelor's degree in Business, Finance, Marketing, Statistics or related field of study, required.
Advanced degree, a plus.
Related certification(s) data analytics or business intelligence, a plus.
Minimum Experience
7+ years' of experience in data analysis, financial analytics, business intelligence or related field
Experience in data analytics, trending and reporting
Strong knowledge of PowerBI and data visualization techniques
Strong understanding of sales processes, CRM systems (e.g., Salesforce), and sales performance metrics, a plus
Knowledge, Skills, Abilities
Excellent customer service and interpersonal skills
Excellent organization and time management skills
Proven ability to collaborate in a matrixed operating environment across a broad spectrum of key stakeholders and various levels of management in a professional manner
Ability to adapt to changes rapidly and perform in a fast-paced work environment
Results-oriented with high drive to independently achieve objectives and standards
Solutions-oriented problem solver with a focus on continuous improvement
Unique blend of demonstrated skills in sales compensation, sales performance analysis, and overall data analytics and visualization
Serve as a change agent for critical initiatives driving company growth and delivery
High regard and demonstration for ethics and confidentiality; compliance with all company policies and procedures
Maintains regular and punctual attendance
Proficient with Microsoft Office suite or related software, in particular Excel, Word, PowerPoint and Outlook
Excellent communication and presentation skills, with the ability to translate complex data into actionable insights for non-technical stakeholders.
Physical Demands and Work Environment
The physical demands and work environment described here are representative of those that must be met and/or encountered by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
FlightSafety is an Equal Opportunity Employer/Vet/Disabled. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.
FlightSafety International is the world's premier professional aviation training company and supplier of flight simulators, visual systems and displays to commercial, government and military organizations. The company provides training for pilots, technicians and other aviation professionals from 167 countries and independent territories. FlightSafety operates the world's largest fleet of advanced full-flight simulators and award-winning maintenance training at Learning Centers and training locations in the United States, Canada, France and the United Kingdom.
Purpose of Position
The Sales Analyst Lead is a strong technical resource in data and analytics with a passion for driving sales performance and optimizing sales channels. The Sales Analyst Lead combines advanced analytics, business acumen, and sales expertise to provide actionable recommendations to senior leadership and sales teams. This role is a key liaison between the Commercial Sales team, internal Business Insights and Analytics, Finance, and the Compensation department.
Tasks and Responsibilities
Analyze and translate business needs through rigorous analysis of sales pipeline, sales programs, sales performance, and operations delivery
Develop, deliver and disseminate key performance indicators (KPIs) for sales performance reports and dashboards including, but not limited to: inbound vs outbound leads, sales by program and/or customer, sales by revenue, territory performance, training occurrence vs cancellation, etc.
Analyze sales and customer channels to identify trends, challenges, and opportunities for growth and improvement
Support sales forecasting by refining models and collaborating with sales leadership to ensure alignment with business objectives
Perform data-driven and root-cause analyses to uncover untapped sales opportunities and/or address sales challenges
Drive sales optimization strategy using sales compensation analytics to influence key areas of focus and growth
Analyze sales commission achievement(s) and leverage compensation analytics to evaluate innovating compensation structures to motivate the sales organization to achieve and exceed performance potential and delivery
Regularly monitor and report on compensation KPIs, adjusting strategies based on data insights and feedback
Lead the development of sales forecasts, quotas, and performance targets in collaboration with Sales, Finance, BI&A, and operations teams
Partner closely with internal subject matter experts in sales leadership, operations leadership, finance, HR/compensation to understand sales strategies and compensation structures that reflect market trends in the aviation and training industry
Collaborate across sales, marketing and operations to ensure consistent messaging and seamless customer experiences
Present insights and recommendations to senior leadership, translating complex data, analysis and visualization into clear narratives and recommendations
Conduct ad-hoc analyses to evaluate new sales opportunities and customer behaviors
Conduct research and analysis on emerging industry trends, customer and OEM behaviors, and opportunities for new growth
Exercise continuous improvement and optimization of sales reporting, data mining processes, analytics platforms, and dashboard delivery
Participate as a subject matter expert in sales-related IT initiatives and projects such as CRM enhancements, ERP integrations, data architecture improvements, and overall data governance
Travel as required
Minimum Education
Bachelor's degree in Business, Finance, Marketing, Statistics or related field of study, required.
Advanced degree, a plus.
Related certification(s) data analytics or business intelligence, a plus.
Minimum Experience
7+ years' of experience in data analysis, financial analytics, business intelligence or related field
Experience in data analytics, trending and reporting
Strong knowledge of PowerBI and data visualization techniques
Strong understanding of sales processes, CRM systems (e.g., Salesforce), and sales performance metrics, a plus
Knowledge, Skills, Abilities
Excellent customer service and interpersonal skills
Excellent organization and time management skills
Proven ability to collaborate in a matrixed operating environment across a broad spectrum of key stakeholders and various levels of management in a professional manner
Ability to adapt to changes rapidly and perform in a fast-paced work environment
Results-oriented with high drive to independently achieve objectives and standards
Solutions-oriented problem solver with a focus on continuous improvement
Unique blend of demonstrated skills in sales compensation, sales performance analysis, and overall data analytics and visualization
Serve as a change agent for critical initiatives driving company growth and delivery
High regard and demonstration for ethics and confidentiality; compliance with all company policies and procedures
Maintains regular and punctual attendance
Proficient with Microsoft Office suite or related software, in particular Excel, Word, PowerPoint and Outlook
Excellent communication and presentation skills, with the ability to translate complex data into actionable insights for non-technical stakeholders.
Physical Demands and Work Environment
The physical demands and work environment described here are representative of those that must be met and/or encountered by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
FlightSafety is an Equal Opportunity Employer/Vet/Disabled. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.